Is there any such thing as a stupid question?
02/03/11 15:21
I came across an online discussion recently where contributors were asked to submit the most stupid questions they had been asked to answer as part of a bid submission.
Yes, we've all come across them - questions that don't make sense, two (or more) questions asking for the same information, requests for details relating to every member of staff (wait...there are 20,000 of us!) - the list goes on and probably gets more ridiculous. It got me thinking, though, as to whether, in bid terms, there is any such thing as a 'stupid' question?
When we respond to a bid document, it is our forum to show the client that we are offering the best solution to his need. So, in my view, every question should be seen as an opportunity to demonstrate how our service, product, approach, experience... is relevant to the job in question. Yes, we might be asked to provide information that we have already submitted - so this time, make sure that the information is related specifically to the project that we are pursuing. How does that information make your 'package' more valuable to the client? OK, so a question may be open-ended - "How would you add value..." - well, this is your chance to show just how well you've researched the opportunity and client. I think of these as those A* grade questions where you could either bore your audience into buzz-word overload or succinctly align your services with the project's needs and...bingo!
The seemingly 'stupid' question requires a bit of careful thought and, even in the worst cases, can provide you with a good excuse to speak to the client / bid document author at a crucial stage of the tender period. If a question really does seem to be from a different planet, clarify its meaning or intent with the originator - you may even be able to test out their reaction to your proposed response. Remember that it's easy to suffer from that well-known condition, Questionnaire Meltdown®, during a bid, so be sure to ask colleagues for their opinions first - just to be sure that it's the question that's 'stupid'... and not you!
Yes, we've all come across them - questions that don't make sense, two (or more) questions asking for the same information, requests for details relating to every member of staff (wait...there are 20,000 of us!) - the list goes on and probably gets more ridiculous. It got me thinking, though, as to whether, in bid terms, there is any such thing as a 'stupid' question?
When we respond to a bid document, it is our forum to show the client that we are offering the best solution to his need. So, in my view, every question should be seen as an opportunity to demonstrate how our service, product, approach, experience... is relevant to the job in question. Yes, we might be asked to provide information that we have already submitted - so this time, make sure that the information is related specifically to the project that we are pursuing. How does that information make your 'package' more valuable to the client? OK, so a question may be open-ended - "How would you add value..." - well, this is your chance to show just how well you've researched the opportunity and client. I think of these as those A* grade questions where you could either bore your audience into buzz-word overload or succinctly align your services with the project's needs and...bingo!
The seemingly 'stupid' question requires a bit of careful thought and, even in the worst cases, can provide you with a good excuse to speak to the client / bid document author at a crucial stage of the tender period. If a question really does seem to be from a different planet, clarify its meaning or intent with the originator - you may even be able to test out their reaction to your proposed response. Remember that it's easy to suffer from that well-known condition, Questionnaire Meltdown®, during a bid, so be sure to ask colleagues for their opinions first - just to be sure that it's the question that's 'stupid'... and not you!